Full-Time

Practice Manager

Professional Services

Posted on 5/22/2024

Workato

Workato

501-1,000 employees

AI-powered enterprise automation platform

AI & Machine Learning
Data & Analytics

Senior

Mountain View, CA, USA

Required Skills
NetSuite
Sales
Communications
SAP Products
Salesforce
Requirements
  • 10+ years experience selling professional services for a strategic consulting firm, large scale system integrator, or professional services unit within a software company.
  • P&L ownership experience for a services organization or department.
  • Experience in writing statements of work (SOWs) and navigating through complex, enterprise legal processes.
  • Demonstrated ability to develop and maintain C-level relationships that recognize you as a trusted advisor.
  • Experience growing accounts with large and complex pursuits ($M+).
  • Project and/or account management experience.
  • Highly collaborative and excels in complex, matrixed environments.
  • Ability to thrive in a fast-paced, high growth and unpredictable environment.
  • Experience having worked in a start-up environment.
  • Experience having grown a professional services team.
  • Communication skills to effectively communicate with technical and business stakeholders alike.
  • Strong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment.
  • Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations.
  • Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems.
  • Willingness to take on management roles as the organization grows.
  • Ability to travel up to 50%.
  • iPaaS sales experience.
  • PMP or Scrum certifications.
  • High-level understanding of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases.
  • Experience in enterprise business accounts.
  • Track record of continuous learning of new technologies.
  • Track record of driving software expansions as a result of professional services engagements.
Responsibilities
  • Identify services opportunities and generate services pipeline in the region.
  • Drive services sales cycles alongside enterprise software sales, working cross-functionally with our sales and customer success teams.
  • At times, coach and guide internal teams on the services sales cycle and associated expectations.
  • Maintain impeccable forecasting hygiene for professional services opportunities.
  • Utilize industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals, objectives, and desired business outcomes.
  • Develop and manage a territory plan and a personalized account plan for each customer, which aligns with their business goals.
  • Create a compelling vision and clearly communicate via services proposals our transformative solutions aimed at generating quantifiable success and business value from a customer's investment in the Workato’s Platform.
  • Write statements of work (SOWs) and navigate legal reviews of such contracts.
  • Conduct thorough knowledge transfer from pre-sales cycle knowledge to post-sales services team.
  • Maintain client relationships throughout professional services engagements and engage customers, especially senior stakeholders, using a consultative approach that positions Workato and yourself as a long-term trusted advisor relationship.
  • Develop a deep understanding of Workato’s proprietary frameworks (GEARS and Embedded Product Guide), and contribute to such frameworks by providing closed-loop feedback from implementations.
  • Ensure customer satisfaction goals are exceeded or met on every services engagement.
  • Be a Workato evangelist with the ability to discover and demonstrate how Workato can effectively help companies with their business automation needs across a broad set of industries through professional services engagements.
  • Become the trusted advisory to customers and partners for advancing their automation and integration roadmaps.
  • Contribute to the growth of our professional services department by creating or enhancing content such as presentations, templates, success stories, etc. for use by both customers and to enable our extended team.
  • Be an integral part of managing new professional services team members, including Delivery Managers, Strategic Advisors, and Technical Architects.
  • Contribute to enhance our delivery methodology, services practice and industry POV's.

Workato is an AI-powered enterprise automation platform that integrates applications and automates processes with best-in-class security, governance, and scalability, offering a low-code, no-code experience and thousands of automation "recipes" for over 17,000 top brands.

Company Stage

Series E

Total Funding

$421.2M

Headquarters

Mountain View, California

Founded

2013

Growth & Insights
Headcount

6 month growth

9%

1 year growth

9%

2 year growth

-1%

Benefits

Flexible working arrangements

EAP

Health insurance

Stock options

Professional development

PTO

Company events & recreation time

INACTIVE